2509: The New Rules of Selling a Dental Practice

2509: The New Rules of Selling a Dental Practice

Author: Dental Consulting May 14, 2026 Duration: 52:20

On today's episode, Dr. Mark Costes sits down with Brannon Moncrief of McLerran & Associates to unpack the current state of dental practice transitions, valuations, and DSO affiliation. Brannon explains the key differences between doctor-to-doctor sales and DSO deals, including when a smaller practice may be better suited for a private buyer and when a larger, multi-provider practice may benefit from exploring the DSO route.

They also discuss why younger dentists are selling earlier than previous generations, how inflation and staffing pressures are impacting EBITDA, and what sellers need to understand about cash at close, deal structure, platform opportunities, strategic buyers, and recap potential. Brannon also emphasizes the importance of having the right sell-side advisor to avoid bad actors, protect long-term outcomes, and make sure the deal aligns with the doctor's personal and professional goals.

Be sure to check out the full episode from the Dentalpreneur Podcast!

EPISODE RESOURCES


Running a dental practice is about so much more than clinical skills; it's a complex business that demands leadership, strategy, and personal resilience. The Dentalpreneur Podcast w/ Dr. Mark Costes directly addresses that reality, moving past generic advice to offer concrete conversations for growth. Each episode features in-depth discussions with leading voices from dentistry and beyond, focusing on the actionable lessons that have shaped their success. You'll hear candid explorations of practice profitability, team management, systems efficiency, and the personal development required to lead effectively. The dialogue acknowledges the unique pressures and isolation that can come with the profession, providing a sense of community and practical solutions. This isn't just about working harder, but about working smarter to build a practice that supports a more balanced and fulfilling life. By translating high-level business and entrepreneurial concepts into the specific context of a dental office, the podcast serves as a ongoing resource for dentists who see themselves as innovators and business owners. Tune in for honest stories, strategic insights, and the mindset shifts needed to thrive both in the operator and in the marketplace.
Author: Language: English Episodes: 100

The Dentalpreneur Podcast w/ Dr. Mark Costes
Podcast Episodes
2485: Why Some Practices Sell for More Than Others [not-audio_url] [/not-audio_url]

Duration: 40:26
On today's episode, we're featuring a recent Dental Success Network webinar where Dr. Mark Costes is joined by Dr. Bill Keith and Dr. Ben Kacos to break down what it really takes to prepare your practice for a successful…
2484: The Future of DSOs and What It Means for You [not-audio_url] [/not-audio_url]

Duration: 49:55
On today's episode, Dr. Mark Costes sits down with Kyle Francis of Professional Transition Strategies to unpack the current state of the DSO and private equity marketplace. They dive into why valuations for single practi…
2483: What Every Dentist Needs to Know Before Choosing an S Corp [not-audio_url] [/not-audio_url]

Duration: 1:01:04
On today's episode, Dr. Mark Costes sits down with Brent Saunier and Chris Sands from Pro-Fi 20/20 for a deep dive into one of the most misunderstood topics in dentistry—entity structure and tax strategy. In this convers…
2482: Scaling Without Sacrifice in a $3 Million Practice [not-audio_url] [/not-audio_url]

Duration: 39:54
On today's episode, Dr. Mark Costes hosts another Ask Me Anything session, answering thoughtful and high-level questions from the dental community around growth, leadership, and finding balance. He dives into how to scal…
2481: From a Struggling Associate to a $5 Million Practice [not-audio_url] [/not-audio_url]

Duration: 1:00:58
On today's episode, Dr. Mark Costes sits down with Dr. Lior Tamir to unpack a remarkable journey from a struggling new grad during the 2009 recession to building a thriving $5M de novo practice in one of the most competi…
2480: From Analog to AI Inside the Modern Dental Lab [not-audio_url] [/not-audio_url]

Duration: 38:34
On today's episode, Dr. Mark Costes sits down with Steven Fey, VP of Business Development at Maverick Dental Lab, to explore the rapid evolution of dental lab technology, the growing role of AI, and what it takes to stan…
2479: The Real Reason Your Practice Feels Chaotic [not-audio_url] [/not-audio_url]

Duration: 33:49
On today's episode, Dr. Mark Costes and COO Ashlee Hirschfeld kick off a back-to-basics series designed for both new and seasoned dental professionals, diving into the often-overlooked foundational principles of building…
2478: Cutting Costs and Recovering Revenue With Virtual Staffing [not-audio_url] [/not-audio_url]

Duration: 32:39
On today's episode, Dr. Mark Costes sits down with Timothy Boyle of Reva Global Medical to talk about how virtual staffing is helping healthcare practices reduce administrative overload, improve efficiency, and recover l…
2477: Practice Valuation Crash Course [not-audio_url] [/not-audio_url]

Duration: 1:00:28
On today's episode, Dr. Mark Costes introduces a powerful talk from Bill Keith on one of the most important and often misunderstood topics in dentistry: practice valuation, consolidation, and ownership strategy. Bill bre…
2476: The Future of Dental Labs Is Faster Smarter and More Human [not-audio_url] [/not-audio_url]

Duration: 37:58
On today's episode, Dr. Mark Costes sits down with Joe Lynch, Head of Customer Success at Dandy, for a conversation about the future of dental labs, digital dentistry, and what it really takes to deliver better outcomes…